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Kentico Content & Commerce in the Clouds

November 02, 2017

By Laura Myers

Last week I was on location at one of the many stops the Kentico Roadshow is making around the globe in 2017. This time, Kentico team members, partners and customers came together on the top floor of the third tallest building in Chicago, the Aon Center. We were in the clouds but Kentico Cloud was only one of the important topics being discussed that day. Throughout the sessions and the many interviews I engaged in with members of the Kentico community, the release of Kentico 11 was top of mind for discussion, along with news in the world of Kentico cloud, commerce and the highly anticipated integration with the Denmark based, rising juggernaut in the commerce space, Ucommerce. 

Commerce within Kentico 11 itself has gone through what Michal Kadak, Product Owner at Kentico, described, in an interview with me, as a Renaissance:  “Renaissance is sort of like being reborn, similar to the Phoenix, rising from the ashes and that is exactly what we did with ecommerce within Kentico 11. All the old code that we had in Kentico before in 10, 9, 8, we just replaced it with a completely new one. Basically eCommerce with Kentico 11 is reborn.” 

There was such great insight put forth in all of my interviews from this one day event, which we will be releasing on our platform in the coming weeks, but here, I will caption some important insights from the event on the overall conversation, the position Kentico has on the impending GDPR regulation and different perspectives on the Ucommerce integration.

Bryan Soltis Shows Kentico 11 from His Perspective 

To kick things off, I have my discussion with Bryan Soltis, Technical Evangelist at Kentico ready to view as he goes in-depth on the major improvements we will see in Kentico 11, how those will allow for more robust marketing campaigns for Kentico users and the buzz around the connectors newly available in the upcoming release: 

The Responsibility of Vendors for the GDPR

Back in October, I spoke with Tim Walters, of the Content Advisory about the GDPR and asked him in an interview, his thoughts on the responsibility of agencies to educate their customers on GDPR compliance. Turns out, that very thought is on the mind of vendors as well, as Karol Jarkovksy, VP of Product for Kentico emphasized that point in our interview at the Roadshow. 

To start off, he highlighted how Kentico 11 has been developed to assist in many facets of compliance: “What we see as our role as a CMS vendor is to basically help organizations with their efforts to comply with the GDPR, there is never going to be a magic button that you can press and that’s it but as a vendor we can help those businesses fulfill the rights of the data subjects, to help businesses prove to authorities that they took all the necessary steps to comply with the GDPR, basically that is what Kentico 11 is going to help with.  There are obviously many parts to that, what we are going to provide is a privacy application that is going to be part of the EMS suite and it’s going to help with content management, with rights for access, rights to be forgotten, rights to data portability, it will also help to provide evidence that organizations took all the necessary organizational and technical measures to comply with the GDPR.”

Giving organizations and agencies the tools to ensure compliance is fantastic, but I was curious if Karol saw a responsibility of Kentico beyond that, here is what he had to say: “Absolutely, and in doing a roadshow around the world, the one thing we realized is that GDPR is not the only data privacy regulation that is introducing the concepts that are a game changer in that area. It seems like it’s happening all around the world slowly, there are many countries that are considering similar legislations, implementing and so on, but at the same time, there are many organizations that are not aware or they think that it doesn’t impact them. A couple of months ago we started a blog that is related specifically to the GDPR and we try to walk customers and partners through the different requirements and what their role is, what they will have to deal with and so on. At the same time, we are providing the tool that is going to help them. The one thing concerning me a little is that not many other vendors are doing that and I am not saying this with just CMS vendors. This is not something that just involves them, if you look at the typical digital marketing technology stack, every one of these nodes that are part of that stack, vendors behind those tools should be educating on their part and their role in the whole GDPR compliance and that I don’t think is happening, I just hope over time more and more vendors will step forward to ensure the GDPR is not going to be the scarecrow for years to come.” 

Kentico and Ucommerce Come Together

The integration between Kentico and Ucommerce is a topic we have thoroughly covered, most recently with my colleague Venus’ wonderfully poignant article, Integrating Content-First and Commerce-First Approaches but when I had the chance to host a panel with Petr Palas, CEO of Kentico, Soren Spelling Lund of Ucommerce and Michal Kadak, Product Owner at Kentico I was eager to hear the strategy behind the integration from each CEO.

With both being global brands, I was curious to hear Soren’s thoughts on how they would help Kentico customers in varying regions address their common problems with content and commerce: “The marriage of a commerce platform and a content platform is interesting, coming from this specific angle because if you look at the Asian markets, it’s pretty common not to have an actual computer to deal with the online shopping, it happens from a phone and via multiple devices, and this is exactly what Petr is talking about when he mentions, how they’re addressing the ‘multichannel nightmare’ I think he calls it. The CMS actually helps us deal with market specific situations like this exact one where the mobile phone is the primary use case for commerce and maybe not even in web context but in a chatbot context or something like that. For a market like Europe, it is interesting because it is a large market but Europe is not just one market, its lots of different markets and lots of fragmentation so our ability to actually address those differences is what makes us useful there.”

Pairing well with that branch of conversation, was posing the question to Petr of what this integration will mean for the content and commerce marketplace, here is what he had to say:  “With the Kentico and Ucommerce integration, we are bringing to the market a very powerful combination. In the past we had a very strong content management, and digital marketing and a solid eCommerce history but now we will really have a winning combination of super powerful content management, digital marketing and ecommerce, which is something very few vendors can offer. Plus, what is important to say is that Ucommerce is really, fully integrated within Kentico, within our digital marketing and content management functionalities so it’s not just a marketing integration, that we see with many other vendors. We really provide a solution that looks like a single product from the user perspective and from the developer perspective so I believe this is a big game changer and it will allow us to provide a much better solution to customers who want powerful content management, digital marketing and ecommerce.”

Along these same lines, in my interview with Bryan Soltis, he added to this widespread thought process by shedding light on what the user experience would be for Kentico customers utilizing the new commerce options within the platform: “Ucommerce is a best of breed eCommerce solution, they do some fantastic work obviously in the online sales space, they already have integrations with several other platforms so these guys know how to do eCommerce right, and they’re a very powerful, capable system. While we know that some people will still want to use Kentico eCommerce and that’s why we put a lot of features inside of that particular aspect of the platform, we know that others will already be using Ucommerce or they just want to have another system because of some capability that aligns with their business goals and requirements. We partnered with Ucommerce because we know they have such a great best-of-breed solution and these new capabilities and what’s really interesting, is the Ucommerce interface, everything Ucommerce does, things like refunds and really complex management of products, I think they have over 500,000 that you can manage inside of an online store, these really powerful eCommerce capabilities we’ve integrated it into our Kentico platform meaning, if you were to stand this up, and you decide you're going to use Ucommerce for your eCommerce implementation with Kentico EMS, you’ll stay inside of Kentico”

My POV

Karol’s stance on their educational responsibility really stood out for me. There is still a staggering amount of organizations who are unprepared and even unaware of what the GDPR is asking of them as of May 25, 2018 and we all know you can lead a horse to water but you can’t make them drink the same as you can give an organization education but you can’t make them comply. At the very least vendors can take the opportunity to be thought leaders in providing insight and knowledge on something as complex and impactful as the GDPR. Especially in reference to a point made by numerous authorities on the topic: the GDPR is not and will not be the first of its kind, there will be plenty more compliance needs from every part of the world moving forward. 

Further to that, I can really appreciate Kentico’s view on connectors. They know there are numerous vendors who are excelling in their fields of CRM, eCommerce, and PIM to name a few and they see it as advantageous to ensure their platform integrates well with these other platforms so users don’t have to choose and, can continue to use the Kentico UI they are used to while leveraging the expert capabilities of other platforms. 

As for the integration between Kentico and Ucommerce, some might take a look from the outside in and think Kentico is adding Ucommerce as a way to avoid amping up their own commerce capabilities, which would be incorrect. Not only will Ucommerce be added in as an option for Kentico users, Kentico, as Michal pointed out, completely rebuilt their commerce capabilities from the ground-up with consideration for customer needs every step of the way, so it looks as though Kentico achieved the win-win, not only did they choose to cultivate their own capabilities, they are also offering users an established, extensible commerce engine in Ucommerce. 

LAURA MYERS

A digital business, marketing and social media enthusiast, Laura thrives on asking unique, insightful questions to ignite conversation. At an event or remotely, she enjoys any opportunity to connect with like-minded people in the industry.

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Simplifying the GDPR with Tim Walters of The Content Advisory

October 18, 2017

By Laura Myers

Preparedness and understanding of the GDPR are paramount at this point and in an effort to educate, Kentico held a free event on September 26th, at the Bishopsgate Institute in London, and headlining the event with his presentation GDPR: a Business Design Approach was Tim Walters, Principal Strategist and Privacy Lead at The Content Advisory, Founding Partner of Digital Clarity Group and Contributing Analyst for the Content Marketing Institute.

As many of you know, the GDPR has somehow become the Big Bad Wolf that on May 25, 2018, will blow the house down on how we currently process the personal data of those in the EU. It’s an unfortunate connotation for a regulation that merely has the best interest of its pertinent residents at heart. Tim highlighted this fact with his point early on in his presentation, stating the GDPR “creates an opportunity for brands [to act] as personal data shepherds, rather than data predators”.

Here we are scared of the GDPR and we are the ones who are the wolves however not without our reasons. Personal data is conceivably the life force through the very heart of modern marketing practices, to name just one area access to personal information is invaluable but, one could hardly argue with the fundamental prerogative of the GDPR, as Tim so mindfully explained: “’People should have control over their own data.’ [These eight words (paraphrased from Recital 7), neatly summarize the goal of the GDPR. And] the rest of the text, the remaining 250 odd pages are basically laying out what has to happen in order to turn that ‘should’ into a ‘will’. People will have, you will behave in such a way that people do have control over their own personal data.”

The simplest and perhaps the most impactful way Tim brought this notion across, was with the idea of borrowing the data vs owning it, as the sole proprietors of the personal data we so love should be the individual themselves. That we should not be hunting and feasting on personal data, we should be treating it with the due care and respect we would if we were borrowing it as a valued commodity from a person, and if that thought process is employed, GDPR compliance will get a whole lot easier to understand and put into effect. 

This insight however, was just a drop in the bucket when I think about how thoroughly my own thought process and perception of the GDPR was upended in the best kind of way after engaging with what Tim had to say and the advice he has for those at every level of an organization.

Why the Time is Right

To start, there was the sobering realization Tim brought to light regarding what was missing in the current thought process around data: “The GDPR puts personal back into the notion of personal data, because we’ve begun to think that personal data is just digital exhaust, it’s just there in the air so why not collect it. Or you can vacuum up personal data when someone comes to your site because after all, they are on your site. Or you can follow them around the web by placing cookies and charting their browsing experiences regardless of where they go”

It has for far too long followed the ‘finders keepers’ mentality, with ownership only existing for those who collect and house it but, I believe there is no intention to exactly villainize anyone for how personal data is currently used because frankly, the regulations in place, as Tim pointed out, have not caught up to the rapid ascent of the modern digital world: “The GDPR replaces the EU's Directive 95. As the name indicates, the Directive was formulated in 1995 -- before the web as we know it today, before social media, before the digitalization of every aspect of our daily lives, and before data, therefore personal data, became something that could be copied and distributed around the world in microseconds.” 

Define Personal

If you, like many, have been hoping the GDPR would offer an absolute definition on this, you will not find it. The definition of personal data within the GDPR, is purposefully ambiguous and one reason for this, as Tim alluded, was that if they gave an exhaustive list of what counts as personal data, someone would find a way to track an individual not on the list and could then absolve themselves of the parameters of the GDPR.

This is just one example of how he showed this regulation bucks the trend of being ‘to the letter’ like many of its kind, avoiding the faulty reasoning that someone could find a loophole or grey area to exploit in any part and by avoiding prescription, the GDPR in a way, 'future-proofs' itself. 

Tim expertly conveyed if organizations were looking for a checklist to GDPR compliance, they won’t find it as it ventures to avoid prescription: “Business people would like to approach [the EU regulation] in a checklist kind of way. ‘just let tell me what I have to do so I can get on with my business’ and my point is, I don’t think you’re going to get satisfaction if you approach the regulation in that way”.

Personally I can appreciate this artful nature of the GDPR, I see avoiding prescription as a nod to the psychological understanding of those who could resist the regulation, either because they felt they didn’t need to comply or they didn’t want to have their creativity stifled by such a black and white list. It not only heads them off before they can even begin to think of ways to outsmart it but encourages their creativity in compliance.

Instead Tim describes the GDPR as being “a principles based regulation. You must follow the principle, must follow the aims, must follow the spirit of the law, regardless of what this or that formulation within the regulation states”
 

“Gift from the Future”

This inexactness is just one of the ways it shows the regulators took a positive turn by wanting it to “fuel a new creative wave within the EU and for any companies that are involved in the EU. They want you to figure out new, clever, inventive ways of doing business within the confines of the regulation”, as Tim said, suggesting people should think more about how they can adapt to this new landscape and what it can do for their business, vs what it can do to it:

“The GDPR -- that is, the text of that document, some 261 pages in English -- is like a gift from the future. It tells you quite precisely -- not with 100% accuracy, but quite precisely -- what the business environment is going to look like, how it is going to change after May 25th, 2018. And so, it gives you very very good guidance on how you need to adapt to fit into that new environment, in order to survive in that environment and hopefully not only to survive but to thrive in that environment.”

Tim is exactly right in saying it is a “gift from the future”. We’d all be hard-pressed to think of any other shift in the digital world as big as the GDPR that essentially came with a guidebook but in addition, the GDPR won’t be the last of its kind. The new environment won’t be limited to the EU as Tim emphasized many other data regulations similar to the GDPR are being formulated for the personal information of citizens in many other parts of the world, even being developed per city, rather than per country making compliance all the more complicated for those who are unprepared worldwide. 

"There Are No Problems, Only Opporunities"

I’ll be the first to say I love data, and namely personal data, but I think as a marketer you have to at least have some appreciation for it and as I’ve often said, if asked to identify my choice metaphorical space to think, I would know exactly what that is. Analytics on one side, theoretical consumer behavior on the other and that space between the abstract and concrete, where I am using one to understand, manipulate and predict the other, is where I like to be. But I know, none of that would be possible without data and taking that out of the equation, would make my job as a marketer almost obsolete, which makes the GDPR my problem or rather, my responsibility. 

I didn’t use that anecdote to expose a (perhaps too deep) thought process on marketing, or passively say I think the GDPR is a problem, in fact, I now think it is an absolutely great thing. I used that divulgence to highlight one of the biggest points Tim made, that the GDPR is not just the IT or compliance teams' ‘problem’ as many think of it as, it is everyone’s responsibility and further than that, can be their opportunity and should be seen that way. 
 

Marketing Engagement Gets a Boost 

Marketers are one group Tim highlighted as having a massive advantage in the wake of the GDPR. Trust-based engagement for one, would be ripe for the picking and was brought into focus as Tim referenced Simon Carroll’s thought: “When someone grants permission they are acting consciously, becoming an active participant rather than a passive source of data to be pillaged. Permission equals engagement. And engagement is the ultimate goal here, isn’t it?”

During our interview, I inquired with Tim on his advice to marketers, as they are one cohort of an organization that may feel like they’re in a safety bubble away from the headache of the GDPR when in reality, its premise massively effects them. Tim expanded on this by saying: “People should be in control of their own personal data and, imagine what happens, how marketing is transformed if marketers take that proposition really seriously and really embrace it and really ensure their marketing practices reflect the respect for peoples personal data and the fact that they ought to remain in control of their personal data. Yes that’s going to disrupt a lot of our current marketing practices that treat personal data, with, to put it mildly a cavalier attitude. But, once you do figure out how to institute those processes and begin by data protection by design and other strategies then you’re in the position to create genuinely trust based relationships with customers and prospects.”
 

My POV

Now I don’t count myself as part of the staggering statistic Tim let us in on of the “84% of small and medium enterprises and 43% of c-suite executives in larger enterprises were not even aware of the GDPR regulations”, but I still wouldn’t say I am an expert by any means. However, even though I am very newly wading into the foray of data compliance, through Tim’s presentation, I was astounded at how quickly I understood the fundamental elements of the GDPR that had previously eluded me and how urgently I thought how all of those people in that statistic need to engage in some GDPR education much the same. That rock they’re living under may be cozy, but it won’t be when the rent of that space skyrockets as of May 25th, 2018. 

Compassionately speaking, it’s easy to see why people are afraid, or resistant to know the GDPR as they should. The tidal wave that is the GDPR demands a revolution as it will wipe out most current methods of personal data management pertaining to residents of the EU. This leaves organizations with two choices: take a higher position, use the foresight available to adapt and flourish in this new environment or, keep your head down and run from it until it catches up to you and your only option is to figure out how to survive with your head already under water.

LAURA MYERS

A digital business, marketing and social media enthusiast, Laura thrives on asking unique, insightful questions to ignite conversation. At an event or remotely, she enjoys any opportunity to connect with like-minded people in the industry.

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Should your content be in the hands of a digital assistant?

October 13, 2017

Should your content be in the hands of a digital assistant?

By Brian Soltis

Digital assistants are exploding in popularity, popping up in homes and businesses around the world. 

Look over at your counter/desk/coffee table. Chances are there is a small device with a voice, waiting for your next request. Digital assistants are exploding in popularity, popping up in homes and businesses around the world. With all these devices becoming more commonplace, companies might be asking themselves, “Should we make our content available to these assistants?” In this article, I’ll give you my take on this topic to help guide your decision.

Technology is a tough race to keep up with. Unless you have very deep pockets, buying new devices every time they are released is a one-way ticket to bankruptcy. Luckily, as the technology adoption cycle starts and the early majority climb, prices and availability often become a bit more manageable. This broadens the potential userbase and opens the doors to those of us not (yet!) driving a Tesla.

For Digital Assistants, the road to the adoption phase was a relatively short one. People quickly learned how useful they could be in their everyday lives. While consumers and businesses incorporate these devices into their daily routines, brands are playing catch-up in refocusing their content for the channel. You may be thinking, “Am I missing out on a business opportunity here?”

An overview of digital assistants

Digital assistants are like a window into people’s behaviours. From simple to-do lists to home automation, these devices allow users to offload mundane and routine tasks to technology. For example, they help students and parents organise their lives, and even remember to feed the cat in the morning. From small, household appliances to mobile-based voices, digital assistants are available to nearly every consumer. How and when they use them can reveal to brands a tremendous amount of personal data about their spending habits, favourite travel destinations, and what music they like to hear while cooking dinner.

The major players in the household space are Amazon Alexa and Google Home. Amazon was the first on the scene and owned the market by pricing their Alexa devices so any user could afford to them. Combined with a vast network of connected systems and services, the Alexa Echo can play read an audiobook, tell you a joke, and even order a pizza. Similar in function, Google Home brings the now customary phrases and offerings to the home, but with a lot more search know-how behind the scenes. Because these devices are backed by Google’s own data, their information is endless.

From the mobile perspective, the field gets a little more diluted. There’s Apple Siri and Google Now, long-time standards on their respective devices. Microsoft’s Cortana is another major player, with installs on nearly every Windows 10 device. From these handheld and desktop devices, users can integrate their email, shopping lists, calendars, and nearly any other kind of data, all which can be easily accessed with a simple voice command.

Why would you want to expose your content? 

With the sheer volume of customers using a digital assistant in some way, why would you not want your content available to them? Whether it’s a voice search or an integration, people find what they’re looking for in the manner that suits their needs the best. As more people become accustomed to having a voice-activated assistant at their beck and call, how they get their search results will also evolve. Every business should start thinking of how to make their content available in as many of these as possible.

Ten years ago, a company without a website was considered a dinosaur. Five years ago, a mobile app was absolutely essential for survival. Today, on-demand dynamic content and automated experiences are becoming the norm for what it takes to stay relevant in the market. The more relevant content you expose to your users, the more likely they are to consume it. Incorporating digital assistants into your marketing and communication strategy is not just a good plan, it’s a critical plan. If you want to continue to grow and meet your customer’s needs - across all channels - you need to be jumping into action.

How can you expose your data? 

Digital Assistants aren’t magic. They’re simple responses to input, with pre-determined results. All the major devices on the market have made it very easy to integrate with their systems to make this process as simple as possible. From simple information to guided ordering process, it all starts with your content.

How you manage and expose your content will dictate how easily you can work with these new systems. If your information is in a structured, easily-accessible system, you’ll find providing it to Alexa or Google is a simple process. This means how you are currently managing your content becomes very important, as your data is key to the whole process.

Most companies have a centralised platform where they are currently building and distributing their content. These legacy systems may prove quite challenging to work with, limiting integrations and access. They may lock you down to a technology or platform, or require a lot of restructuring of the content. To expose your content to digital assistants, flexibility and scalable are the key.

Why going headless is a good idea

Until now a traditional CMS was used in conjunction with a templating engine to render ever bigger and more elegant web pages. This is the “head” of the CMS and determines the presentation layout of the content. To ensure future compatibility and manageability, it’s necessary to separate the head from the body. Which lets the CMS do what it is designed to do—be the content repository and management tool for the content you write—and let your team of developers just concentrate on what they are good at—building the applications for the channels you need.

Such Headless CMS systems solve this legacy system challenge, mentioned above, by breaking content down into logical structures and components. These components are accessible through technology-agnostic interfaces, allowing companies to expose them to Amazon and Google. Companies can reuse these pieces of information throughout the organisation, simplifying their content management process and unifying their messaging across all channels.

Headless CMSs already exist in the market today, such as Kentico Cloud which is built from the ground up as an API-first, multi-tenant SaaS offering.

Don’t miss out

Hopefully, this article got you thinking about how you can leverage the digital assistant channel in your business. Through proper planning and management of your content in an accessible system, you can easily integrate with these devices. You should be thinking about how you are managing your content and looking into a Headless CMS for your future needs. The exposure that digital assistants can bring to a brand is astounding and, if current trends continue, is only going to keep growing. Don’t miss out on the action!

Bryan Soltis is the Technical Evangelist at Kentico 
Image Credit: Alex Knight / Unsplash

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CMS Practitioners Bullish on Future of Digital Marketing

September 11, 2017

CMS Practitioners Bullish on Future of Digital Marketing

By JIM PANAGAS

:: Practitioners see many challenges, but surprisingly optimistic about what lies ahead ::

Content management system (CMS) vendors often grab the headlines, as they are the ones doing the “heavy lifting” by designing new software releases and rolling out entirely new platforms that connect brands with customers like never before. Yet, a great source of information lies the next tier down with the digital solution partners who implement and support these marketing technologies on a daily basis. It is they who have a clear and unobstructed view of the playing field. A number of them recently gathered in Toronto and offered a surprisingly bullish view of the digital marketing industry – and what lies ahead.

Digital Transformation: Coming to a Website Near You

Websites were, of course, front and center at this meeting, as they are where the CMS industry got its start. “I think websites are always going to be the baseline, they’re always going to be the front door for any company going forward,” said Kevin Grohoske of Sparkhound. “They’re going to be the old storefront to the business.”

 “Websites aren’t going anywhere,” agreed Stephen Medeve of Falcon Software, “but they are going to change. The data model is going to change…more intrusive information will be asked of you.”

Indeed. The amount of information that brands are collecting from online visitors is growing in leaps and bounds, enabling them to design an experience that connects people with the products and services that they are looking for in less and less time.

“There are extremely good people behind the helms of a lot of these big brands,” observed Medve. “They have transformed their sites into analytical data repositories that understand and describe customers and then are able to sell to customers. This now starting to catch up with medium-size companies, which is the bulk of companies out there.”

Website Accessibility:  Regulation or Business Necessity?

Another aspect of digital transformation discussed in Toronto was website accessibility, an area where solution partners have developed quite a bit of expertise. “According to research that we’ve looked at,” said Keith Durrant of ecentricarts, “about 20 percent of the overall population has some sort of accessibility issues. That includes people with motor skills challenges, of course visually impaired make up a large proportion of people having trouble accessing websites. So, when you think about it, it’s potentially a very large audience that will benefit from making websites accessible.”

He continued, “When it comes to creating a new office building, for example, you would put in ways for wheelchairs to access the building. People just do that as a normal course of construction now. And I think we’re getting to the point where with websites people are starting to have the same type of philosophy, that there’s no reason that you would want to put barriers up to keep anyone from using your website – especially when those people are consumers. They buy things, they buy their services, so why would you intentionally put barriers for people getting access to what you do?”

The good news here is that a single governmental body has written the specifications for website accessibility (Web Content Accessibility Guidelines (WCAG) 2.0), and they are being cited by governments not just in the Americas, but also in EMEA and APAC.

Content May Indeed be King – but Who’s Going to Create It?

“Fresh Content” is perhaps one of the most talked about topics in the digital marketing industry, and this meeting of solution partners was no exception. The industry, as a whole, seems fixated on producing Web content that is both new and constantly being refreshed.

According to Adam Hostetter of Notchpoint, “The single biggest challenge with clients in my experience,” said Hostetter, “is developing that fresh content. And what it means is content that is search engine optimized, that’s of interest, that’s topical. You can solve all sorts of technology problems with the tools that you implement, but having good content is still the single most important thing you can do for your organization.”

He continued, “We were talking before about teaching creativity in schools, and that’s another problem that we’re seeing. Students coming out of universities don’t know how to write. There’s no substitute for someone who knows how to write well….If you’re not a good writer, it’s tough to come up with that fresh content that is required.”

All one has to do is look at the online job listings to get a sense of just how important this one role has become. Listings for “content writers” abound.

Headless CMS and Omnichannel Communication

Two more widely used terms that pop up in digital marketing circles are “Headless CMS” and “Omnichannel Distribution.” And this meeting was no exception. The former term refers to separating the production of content from the distribution of content. The great benefit here is that you enter the content into the system only once, and you can adapt it for delivery to any Internet of Things (IoT) screen or device later on. That’s where the second term comes in. It refers to the long and growing list of places where one can today deliver a marketing message, and it ranges from computer desktops, tablets, smart phones, and digital billboards to automobile consoles, elevators, and even gasoline pumps.

“The digital experience is omnichannel,” emphasized Bruce Williams of Thundertech, “because that’s where your audience is. The website is that authority place that can always drive a lot of your content marketing and the major publishing elements that are needed today for both education and awareness, but it is most definitely omnichannel.”

That being said, Refactored’s Rob Bean cautions companies to take one step at a time and not try to do it all. “Just because you can communicate everywhere does not mean that you should,” said Bean. “I have yet to find a client that has unlimited resources and can hit every channel at the same level. It could be the level of client that we’re working with, but for the most part we do try to provide focus and remind them that unless you’ve got a certain way to sustain an effort, don’t try to do everything.”

No “Easy Button” for Digital Marketing

Bean also pointed out that what many companies seem to want is an “easy button” that they can press and then they don’t have to worry about digital marketing anymore. But it simply doesn’t work that way.

“Everybody that’s been doing websites – they are probably on their fifth or sixth version of their site,” explained Bean. “The same with email nurturing tools. People have tried a variety of solutions. And I think they are always looking for the ‘easy button.’ They want to buy a technology that’s easy enough that they don’t have to think about it. And I think that unfortunately is what still prevails. ‘I am going to buy the better, newer tool’ and it may do a little bit more than their last tool. But at the end of the day I think that’s why our focus in on message and content, not on technology, because things will always get easier or better or slightly different in some new way, but if your message is off and you’re not resonating with the customer, it doesn’t matter what tool it’s going through, it’s still not going to be that effective.”

Communicating with Multiple Generations of Consumers

Another topic that generated a lot of discussion was figuring out how to market and sell to a target that’s changing all the time. Baby Boomers are beginning to leave the work force in significant numbers. They are rapidly being supplanted by Generation Xers, Millennials, and even Generation Y. And the way that these newer generations interact with one another and find information is strikingly different from those of us in the workplace today.

“I have two teenagers at home,” offered Keith Durrant of ecentricarts, “so I find their media consumption habits very interesting. First off, they don’t watch television at all, which is amazing, because I still like watching TV occasionally. They certainly go to websites, but it’s always on their phone. Even though we have multiple computers in our house and they have laptops, they do the majority of their surfing on a telephone. So, I think that device, which they’ve grown up with, is their primary access point, even to the Web.”

Sparkhounds’ Kevin Grohoske couldn’t agree more. “My son has friends all over the world, some whom he’s never actually met. But he considers them close friends because he’s always socializing with them online. And so, some of the older-style marketing isn’t going to reach those people in the same way that these Millennials or whatever. They look at the world a different way, interact with their environment in a different way. They look at the Internet and online chat as the way to have a conversation around the coffee pot. The way to press the flesh with somebody is to send them a text over the phone or through online chat. We didn’t grow up that way. I got off the school bus at the end of the day and I’d get my friends together and say, ‘what sport are we going to play today?’ They don’t do that anymore.”

‘There’s no way it can get any better than that’

As this meeting began to wind down, the discussion turned to how far the digital marketing industry has come – and how far it has yet to go. 
“I remember when search engines first came out,” concluded Grohoske. “And Google came out, and we were, ‘Oh, my gosh. They can catalog the entire Internet, which was tiny at the time. And we thought, ‘There’s no way that it can get any better than that.’ Now we have Siri in our pocket. We have personal assistants. We’re going to have artificial intelligence. And all of these things are going to come together and start to create a mashing of technologies…These are things we wouldn’t have thought about 10 or 15 years ago. But we’re capable of doing it now with the technology that we have. So I think that’s what it’s going to be, something totally creative and out of the box. There’s probably going to be this moment of inspiration and then within the next 5 or 10 years, that’s going to be the way to do digital marketing…there’s going to be a change because how we market today is not going to work with the generation that grew up on video games, smart phones, and chatting with people all over the world.”

About the Author
Jim Panagas is the director of PR and analyst relations for Kentico Software, a leading provider of CMS technology. He’s a seasoned marketing and communications professional who has been working in the high-tech industry for more than 20 years. His current assignment is educating the market about digital experience platforms including Kentico EMS and Kentico Cloud.

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HOW TO GET MORE FROM YOUR ESTORE

September 05, 2017

Even successful brick and mortar retailers with a loyal customer base recognise that foot traffic alone isn’t sustainable, or profitable, forever.

Living in a globally connected digital age where consumers are empowered with a range of choices at their fingertips, an effective website with eStore functionality is vital for any business looking to grow. After all, your best customer may not even live in the same country, let alone city as where you are based.

But how can you get the most from your online store? Unfortunately, it is rarely the case that if you build it, consumers will automatically come. To drive online sales, New Zealand businesses looking to grow their operations need to focus on attracting the right customer for their business with the right digital marketing and incentives.

BEFORE YOU HAVE CUSTOMERS, YOU NEED VISITORS

The first step in driving sales through an online store is attracting traffic, or potential customers, to your website and eStore. Your business needs to inform people about its online presence and the range of products that can be purchased online.

Creating social media accounts for your business is one of the simplest (and cheapest) ways to attract potential customers. For example, if your business is involved in food production, you can post photos of products being used in dishes, share recipe tips, even show videos of meals being prepared using your products.

Content rich and visually engaging social media accounts across platforms like Facebook, Twitter and Instagram allows businesses to target advertising based on specific demographics related to your business. This means businesses can ensure any promotional advertising is seen by people most likely to be interested in your products and visiting your online store. In addition to targeted advertising on platforms like Facebook, businesses also have the option to boost your content so that this reaches more people. Although there is a minimal cost with boosting content on social media, this helps your promotions reach audiences that aren’t organically coming to you.

TURNING A VISITOR INTO A CUSTOMER

Once a business has begun to drive traffic to its website and online store, the next challenge is around ensuring visitors connect with the new platform and products and services being sold.

The first purchase is always the hardest to secure from a new online visitor, so why not consider offering an incentive, or first-time purchase discount, to help secure a new customer? However, simply giving away a $10 discount off a customer’s first purchase alone is a wasted opportunity. You want to engage with visitors, but you also need your business to succeed. Have first time customers fill out some contact details (including email address) to qualify their discount. The discount code can then be sent to the new customer’s contact details that they have registered.

After a customer makes their online purchase, you can further nurture them to continue shopping with you. Say the customer purchased a pair of pants —why not send them an additional 5% discount on your matching scarf? This way, you can see if the customer is truly interested in your products, or if the purchase was a one-time thing.

There are a range of discounts that businesses can use to help motivate customers into making a purchase. Some to consider are:

Volume discounts, for example, can help food retailers when they have a range of manufactured products nearing their expiry date—offer one for $3 but five for $10.

A buy X, get Y discount can inspire customers to buy a new frying pan when it comes with a recipe book “for free”.

Visitor levels allow you to reward repeat buyers so that they see you appreciate their frequent business.

Sending birthday discounts shows you know your customer—send a $15-off discount coupon (but let it expire in a week’s time).

AUTOMATE TO CONVERT

While it may be feasible when a business is a small-scale operation to send emails about new items to customers, as an online store becomes more successful, having automated communication systems in place is vital.

Businesses looking to grow their online sales need to set-up an automated newsletter so that everyone that wants to be kept updated with your shop can be added to a mailing list. With these automated communication systems, businesses can also have reminders sent out to customers a day or two before their discount coupon code expires, helping convert a sale.

Shopping cart abandonment is a fact of life with online shopping. A customer will visit your website, select a number of items to purchase and then for one reason or another (they could simply have been interrupted prior to sale) they abandon their purchase. Automated communication systems allow you to remind your customers of abandoned items in their shopping cart. Whenever a customer has abandoned items in their cart for over a week, you can have an email sent automatically that pushes them to finish their purchase (perhaps with an added discount as an incentive). To make that reminder even more useful, you can use a recommender that automatically calculates which items the customer would be interested in based on his shopping cart or shop-browsing history. This is a great cross-selling tool if you want to show your customers items they might not have seen yet.

PLAN FOR SUCCESS

It is not enough for a business to build a website, integrate an online store, or ordering functionality into their platform and expect sales to automatically come in. To secure business in a highly competitive online shopping environment, consideration needs to be made for the best way to attract website traffic and how to convert a visitor into a customer.

WAYNE JASEK IS DIRECTOR APAC AT KENTICO.

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How I built a CMS, and why you shouldn't

August 28, 2017

How I built a CMS, and why you shouldn’t

By Petr Palas

In the past 15 years, I’ve written five Content Management Systems and built a leading CMS software company. Now let me tell you why you shouldn’t write your own CMS.

“Writing your own CMS is like keeping your own elephant — for most people, it’s just easier to visit a ZOO.”

A market that didn’t exist

Back in 2000, I was studying at university and working as an intranet developer, posting content on an intranet written in static HTML. It was my first “programming” job and I really enjoyed it — for a few weeks.

Then it became apparent how repetitive and manual the work was. So I began writing an application in classic ASP that would allow users to manage content themselves. I had no idea that something called a Content Management System even existed, so I unknowingly invented my own.

At that time, there were very few productized CMS systems for purchase, often costing hundreds of thousands of dollars.

So it’s no surprise, considering the size and inaccessibility of the software category that I wasn’t alone in trying to minimize frustrations and maximize efficiency by creating my own CMS.

Productizing a CMS

By 2004 almost every web agency was building its own CMS, often customizing it for each client. This resulted in dozens of modifications that were a nightmare to manage.

“That doesn’t make any sense,” I thought to myself. I’d already written a few single-purpose CMS systems and was bored again. “What if I wrote a CMS that could be used for any website?”

So, I started my own company, Kentico Software, with a very simple vision: to build one CMS that any developer in the world could use to create any website.

Surprise: People are still writing their own custom CMSs!

13 years later, I’m still shocked by the number of people who choose to build their own CMS.

There is now a plethora of mature CMS products out there, for all kinds of projects, available in all sorts of flavors: from free open source to enterprise-level commercial products, from best-of-breed products to all-in-one suites.

So why would anybody write their own?

The answer is actually pretty simple: They do it out of frustration.

And I get it. Traditional web-oriented CMS systems can be fraught with flaws and limitations. But the truth is: these frustrations are no longer valid.

I know; it sounds hypocritical… writing my own CMS worked for me, so why not for them?

Let me explain.

Headless architecture makes custom CMS obsolete

In the past 15 years, the CMS market and technology have transformed to keep pace with the changes to the digital landscape and customer’s multi-device expectations.

And now the next generation of CMS technology — the cloud-first headless CMS — is getting ready to revolutionize the Content Management industry.

Unlike traditional CMS systems, headless CMS products only focus on content management and make the content available through API to any application.

As they lack the “head” that would normally dictate how the content should be displayed, a headless CMS leaves this design element completely up to the developer.

Cloud-first headless CMS removes many limits of traditional CMS solutions

So this is why it’s not a good idea for developers to write their own custom CMS — unless, that is; they want to become a CMS vendor too.

But that’s easy for me to say. I’m not the one faced with multiple frustrations and finding many reasons why a custom CMS would be the way to go.

So let’s take the main reasons in turn and see why they are obsolete.

Reason #1: Standard CMS limits my creativity

When you talk to front-end developers, their #1 complaint about CMS is that it messes up their HTML code and makes them look for workarounds.

But that’s over: headless CMS gives you absolute freedom and it has a zero footprint in the resulting HTML code. All you need to do is call its REST API using your favorite programming language to retrieve the content from the repository.

Then, it’s completely up to you as to how you display the content!

Reason #2: Standard CMS interfaces are too complex

Many traditional CMS systems have grown substantially over the past ten years. Although all of them started with the idea of providing a great content management solution, most of them failed to avoid a feature creepas they expanded into areas like e-commerce, marketing automation, booking systems, e-mail marketing, etc.

While it may be handy to have everything in one place for some users, it’s challenging for new users to learn the CMS. If all they want to do is manage content, too many options impact their productivity

The new headless CMS products come from a different perspective: they realize they are just one piece of the puzzle of microservices and they focus on providing a much more streamlined user interface focused just on content.

At the same time, they usually provide a Content Management API that allows you to create your own editing interface on top of their content repository.

This may be handy when you want to create a more streamlined UI or integrate content editing capabilities within your own application, instead of redirecting your users to another interface.

Reason #3: Standard CMS is too expensive

“We didn’t want to pay $X for a commercial CMS, so we decided to write our own.” That’s what you may hear from some developers.

Unless you need something much simpler than a real CMS (such as managing a list of news), there’s no way you save money with a custom CMS in the long run.

Today, you can choose from a whole host of free open source CMS or you can go with a cloud-first headless CMS that offers consumption-based pricing that will always beat the cost of developing and running your own CMS.

Reason #4: Standard CMS is not secure

For many organizations, CMS security is a nightmare. So some developers think, “If we write our own CMS, we will make it more complicated for hackers to find a flaw.”

That’s what we call security by obscurity.

While it’s true that hackers may leverage a known security issue, a widely used CMS is usually vigorously tested. In fact, the main source of security issues is companies failing to apply the latest hotfixes to the various plug-ins employed.

With a cloud-first headless CMS, you’re always on the latest version. The CMS is hosted directly by the vendor who knows the code as well as the infrastructure and can devote appropriate attention to security.

Reason #5: Standard CMS doesn’t fit my architecture

This used to be a valid reason in certain scenarios. Most traditional CMS solutions were expected to be used as the central platform on which to build, meaning that your application code was tightly coupled with the CMS, as illustrated in the picture earlier in the article.

You were limited by the CMS platform, programming language, upgrade cycles, scalability, and security.

It’s no wonder so many software architects wouldn’t take that path! Instead, they either created a proxy layer between the CMS and their application or — surprise! — they wrote their own CMS.

Fortunately, the headless CMS architecture allows you to easily access content using an API and write your application just the way you like it.

Reason #6: We still have plenty of customers on our agency’s CMS

Many digital agencies continue to run their own CMS for their clients.

Some of them even use it intentionally to lock their clients in so that they cannot easily move to a different agency.

In general, there’s absolutely zero advantage in an agency having its own CMS. Unless they aspire to becoming a CMS vendor, they should run away from their own CMS as fast as they can.

Fortunately, most agencies I talk to realize it’s not the way to go and that they can’t stay competitive in the market with their proprietary CMS.

However, they are afraid of making a leap of faith and moving their customers to a standard CMS.

In some cases, it’s also an emotional or political decision. The CMS was written by the agency founder many years ago or it’s the baby of their best developer who, after all, is the only person who knows how the CMS works.

My advice: Make that bold step before your agency becomes obsolete!

Choose a modern CMS for your customers and highlight the many benefits it affords them.

And give your developers a new toy to play with! Hint: most developers fall in love with a headless CMS very quickly.

… and two reasons when a custom CMS is justifiable

To be fair, there are situations when writing your own CMS still makes sense or it’s the only way to go:

Content management is your core business: If you’re a company like Medium, you may want to have absolute control of content management. If you’re a big media house with dozens of publications and need a completely customized workflow, you may want to write your own CMS (or at least create a custom editorial UI). However, there are VERY few companies in the world who fit this category and can justify the ongoing investment.

Unique security or compliance requirements: Again, there are a few organizations that need to adhere to specific rules when it comes to content storage, security, software architecture or infrastructure, and these rules do not allow them to use a standard CMS.

Even if you fit some of these scenarios, you should keep in mind that every hour you spend building a custom CMS is an hour you could be spending on creating your competitive advantage instead of reinventing the wheel.

Avoid writing your own CMS, unless there’s a clear business case

People ALWAYS underestimate the amount of effort that goes into building a true CMS.

Your first thought may be “What’s so complicated about a CMS? I just use a document database and build some editing interface on top of that.”

Yes, that’s an easy start, but it’s not a true CMS. Once you start adding layers, such as content modeling, versioning, language variants, workflow, permissions, content delivery, search, etc. you find yourself developing and managing a fairly complex solution.

By now, it should be clear that writing your own CMS sucks. It’s a great programming exercise, but it’s not your core business — unless you’re a CMS vendor.

Full disclosure: I’m the founder of Kentico Software, a leading CMS vendor that behind Kentico Cloud, the cloud-first headless CMS. Although I wrote this article with the best intentions, my view may be biased.

If you enjoyed this article, please clap it, share it or post your comment below. I promise to answer all questions.

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